I recently read a great article by Dave Kahle (www.davekahle.com) where he discussed two very different sales situations.  He wrote: 

“I just rode with two sales people for one of my clients.  One of them went off with only the address of the company in his head.  He took nothing into the sales call, and took no notes afterward.  The other had looked up each call in the company’s CRM system, and had printed the records to take with him.  He approached each sales call with a folder in which he had the printed record and some literature.  Immediately after the sales call, he made notes on the document, and would enter it into the computer when he was finished for the day.”
Guess which one produces more?...It is as if some sales people strive to be unorganized, slovenly and mediocre.  If your company has created tools for you to use, USE THEM!!

Here is a simple multiple choice question:

What are 4 “tools” every sales person should never be without?

a.   A pen and pad of paper

a. Notes and information from previous visits with that customer/prospect

b. Literature about your company

c. A system to record, and later retrieve the information

d. All of the above

Sales is all about listening, capturing, analyzing and fulfilling.  As Dave said, use the tools your company has provided to make every sales call valuable for both you and your client.

Many sales calls are wasted because the rep simply does not take the time to actually finish the sales call.  Here is the KEY:  A sales call is not complete until the interaction with that customer or prospect is well documented and possible follow ups are scheduled.

60—90 seconds, that’s all that is needed!  Telenotes is the perfect “tool” that allows you to capture everything that takes place and to put into a centralized system for future reference and use.

Your notes are paramount to your success!

Good Luck and GREAT SELLING!

Tom Metcalf

President

Telenotes SPS Inc.

tomm@telenotes.net

866-835-3668